Business Development Specialist at Melone Hatley · Statewide…

Company Overview

Melone Hatley, P.C. is a fast-growing family and estate planning law firm with offices across Virginia, Florida, South Carolina, and Texas. Named one of the 500 fastest-growing law firms in the United States and recognized by Super Lawyers, we've built our reputation on delivering compassionate, high-quality legal services and creating a workplace where talent thrives.

Our mission is simple: to be the premier law firm for individuals looking to protect what matters most — their families, their finances, and their future. We achieve this by fostering a culture rooted in transparency, integrity, and open communication. Every team member plays a vital role in delivering personalized, results-driven support to our clients, and we're proud to be known as one of the top employers in the region.

Join us and become part of a team that is redefining family and estate law with purpose, passion, and people at the center of everything we do.

Position Overview

The Business Development Specialist builds Melone Hatley's referral network and leads and turns current clients and community relationships into new and repeat business. This role makes sure clients leave with more than a resolved case by providing trusted referrals for what comes next and a firm they turn to again for estate planning and other services.

Key Responsibilities:

Referral Partner Network

• Find, vet, and build relationships with professionals who serve people during a family transition, such as financial advisors, CPAs, therapists and counselors, realtors, mortgage lenders, insurance agents, and divorce coaches.
• Maintain a current, vetted referral directory for each office so the Concierge team and Melone Hatley staff always have a trusted name to offer clients.
• Conduct regular meetings, lunches, and check-ins with partners, and track every relationship and referral in HubSpot.
• Report which partners send business to the firm, and which receive referrals from it.

Community & Market Presence

• Identify, plan, and attend networking events.
• Create CLE and continuing-education sessions and community sponsorships for each market.
• Set up educational events, such as divorce financial planning seminars, with partners and firm attorneys for our potential and current clients to attend.
• Collaborate with partners and the Melone Hatley marketing team on co-branded content and event promotion.

Client Growth & Cross-Selling

• Develop a plan to introduce current and past family law clients to other Melone Hatley services, starting with estate planning.
• Define when and how clients are approached, such as after a divorce is final, after a custody order, or at a life event like remarriage.
• Work with the CSC sales team and attorneys so cross-sell leads are handed off smoothly and tracked to a retained matter.

Reporting

• Report monthly on referral partner activity, referrals sent and received, cross-sell consults and retentions, and revenue from these sources.

Qualifications and Skills:

• 5+ years of experience in business development, referral marketing, or client relationship roles – legal, financial services, or other professional services experience would be ideal.
• 2+ years managing a team, including hiring, coaching, and setting goals.
• A record of building referral relationships that produced measurable business.
• Comfort with consultative conversations about sensitive topics with real empathy for clients in family transitions.
• Working knowledge of CRM tools – HubSpot experience is a plus.
• Strong organization and the ability to manage many relationships across several markets.
• Willingness to travel regularly between offices and attend some evening events.
• Experience at a law firm or with attorney marketing rules is favorable.
• An existing network of financial advisors, therapists, or other partners in one or more of our markets would be advantageous.
• Experience cross-selling services, such as estate planning, insurance, or financial planning is desirable.
• Bachelor's degree or equivalent experience is required.

Success Measures:

• Active Referral Partners: tracks vetted partners with regular contact, per market.
• Inbound Partner Referrals: tracks new contacts and retained matters from partners.
• Client Referrals Made: tracks clients connected to a vetted partner by the Concierge team.
• Cross-Sell Consults: tracks estate planning and other consults booked with current or past clients.
• Cross-Sell Retentions: tracks consults and their retained revenue that become retained matters.

Compensation & Work Environment:

• Base salary plus performance bonuses tied to the success measures listed above.
• Must reside in, or be willing to relocate to, VA, SC, FL, or TX.
• Remote role involving frequent travel between all Melone Hatley, P.C. offices.
• Travel and mileage reimbursements provided for office and partner visits.

Benefits:

• 100% Employer Paid Medical Benefits for Employees and Dependents
• Dental, Vision, and Life Insurance
• 401 (k) Matching
• Paid Time Off and Holiday Pay
• Paid Parental Leave and Much More!

Join Our Team!

If you are a dynamic professional with a passion for business development and community engagement, we invite you to apply for this rewarding opportunity to grow with Melone Hatley, P.C.!

Melone Hatley, P.C. is an equal opportunity employer.